Intermediary Customer Purchasing from the Product Producer

Obtain Steps: The Obtain steps include all activities preceding the selling of the product. These activities include the costs of identifying potential suppliers and stocking the product.

Resources: Reduce resources required for the use of the product

1. Money – Reduce the money the customer uses with the product

c. Improve the customer's profits directly

Build demand for the customer's product

No. SIC Year Note
1 2082 1988 Corona entered the US market at a disadvantage for a while because it had no 6-pack. Sales picked up in 1985 when it introduced 6-pack packaging.
2 3571 2000 To meet the new competition from the Visor, Palm launched the M100, a cheaper model designed for the consumer market.
3 3711 2000 BMW's troubled Rover car business is being sold to Alchemy Partners and Land Rover to Ford. Now to recoup the $4.4 billion poured into Rover since 1994, they will be launching a sporty new mini in 2001, and a new Rolls-Royce in 2003.
4 3711 2001 Hyundai's full-size sedan, XG 300, costs $10,000 more than the company's previous high-end entry, the Sonata, is as big as Toyota Motor Corp.'s Avalon and larger than Nissan Motor Corp.'s Maxima, yet sells for thousands less.
5 3714 1988 With an increase in Detroit Diesel's share by Penske Corp., Penske will produce smaller engines, giving Penske the broadest line of engines in the business, ranging from 5 to 2,000 horsepower.
6 3827 1999 Most contact-lens companies sell a specific brand to many different channels. Ocular Science, however, uses a private branding strategy (it sells the same lenses using different names to different clients). This promotes customer loyalty.

<<Return to Obtain Steps